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Business Development Manager

Reference
1811617
Contract Type
Permanent
Sector
Education, Media & Communications
Location
London, GBR
Expiry Date
29/09/2018
Business Development Manager Description At Pearson, we’re committed to a world that’s always learning and to our talented team who makes it all possible. From bringing lectures vividly to life to turning textbooks into laptop lesso...

Job Description

Business Development Manager

Description

At Pearson, we’re committed to a world that’s always learning and to our talented team who makes it all possible. From bringing lectures vividly to life to turning textbooks into laptop lessons, we are always re-examining the way people learn best, whether it’s one child in our own backyard or an education community across the globe. We are bold thinkers and standout innovators who motivate each other to explore new frontiers in an environment that supports and inspires us to always be better. By pushing the boundaries of technology — and each other to surpass these boundaries — we create seeds of learning that become the catalyst for the world’s innovations, personal and global, large and small.

Reporting to the Sales Manager the role is accountable for revenue generation and/establishing Pearson as a preferred/trusted partnerat senior levels within Higher Education Institutions in an assigned territory. Senior level stakeholders could include Heads of Faculty/Departments, Dean of Schools and Executive Leadership teams.

The role focuses on the sale of digital products and supporting services, directly and indirectly to Higher Education institutions and includes:

  • research of new business opportunities, likely sales points and budgets
  • developing sales strategies to achieve long term growth in selected accounts
  • align Pearson capability with our customers’ critical business issues
  • deploy company resources to develop customer relationships and meet revenue goals
  • develop and grow stakeholder network across HEI’s within defined territory
  • support the development and trial of new products and services from an early pilot phase to full launch

Key Result Area

Key responsibilities

Revenue generation and sales activities

  • Devise and maintain accurate and agile business plans
  • Create account plans based on immediate opportunities to generate

revenue as well as longer term, more substantial opportunities.

  • Follow the solution selling process with accountability for every sales

stage.

Provide feedback on the sales process to Head of Sales and Sales Director

  • Apply appropriate sales tools to increase effectiveness at each stage
  • Deliver powerful sales presentations, communicate effectively and

with gravitas to senior stakeholders in universities

  • Deliver accurate and timely sales proposals
  • Lead effective negotiations, resulting in collaborative agreements between

the customer and Pearson

  • Execute the sales strategy to maximise sales of Pearson digital

solutions directly into academic institutions in a defined set of accounts

  • Build and maintain a pipeline of ‘institutional purchase’ opportunities that

follow clearly defined strategies for accounts

  • Meet annual revenue goals
  • Accelerate the transition from indirect sales (to students via bookshops/

online retailers) to direct (to universities and their Faculties) according

to sales strategy

  • Accelerate the transition from print products to digital services
  • Identify opportunity and develop pipeline of sales opportunities for ‘new’

products and services as they are developed and launched in the HE

market

  • Identify and engage with a network of high value contacts in every

assigned account

+

Account management

  • Deliver year-on-year revenue growth of key accounts
  • Create, develop and maintain territory and account plans,based on opportunities to generate in-year and longer term revenues,using expertise from specialists and the Account Team.
  • Plan Pearson activity across accounts, identifying and making use of Pearson resources from across the business.
  • Analyse pipeline information and other sales intelligence in order to prioritise Account Team activities
  • Demonstrate a deep understanding of institutions’ business strategies,

values, challenges, politics and apply that to account plans

  • Identify and engage with strategic buyers to explore issues, understand critical business issues, engineer their vision, quantify the value of a solution, and co-develop with them
  • Introduce, deploy and manage relevant specialists from across Pearson
  • Track and monitor account activity
  • Deliver powerful sales presentations, communicate effectively and

with gravitas to senior stakeholders in universities

  • Develop / grow networks of senior stakeholders across accounts

Accurate planning, record keeping and administration

  • Maintain accurate and current details of contacts, calls and opportunities in CRM.
  • Use CRM to inform sales planning, territory prioritisation and forecasting
  • Complete all post sale documentation as required by Operations and customer experience team.
  • Provide regular sales reports as required by the Head of Sales.
  • Complete reports and deliver year end forecast based on sales pipeline every month

Working in an Account Team

  • Work effectively with Strategic Consultants, Academic Consultants and Inside Sales teams to execute the territory plan and deliver business growth across the territory
  • Work effectively with the Customer Experience team to:

establish learning outcomes early in the sales process

build training as part of our solution

implement ongoing training programmes with selected clients

triage customer queries

  • Work effectively with other business functions to deliver solutions:

the delivery organisation, customer services, marketing, product managers, finance, senior management

  • Be the lead contact for the Account, managing Pearson activity at all levels of the HEI
  • Keep abreast of competitor activity and market presence and fee back to the Account team and the wider business

Personal and interpersonal skills

  • Take personal ownership for proper conduct, activity levels
  • Adhere to Pearson values and policies
  • Inspire and motivate a cross functional account team to deliver sales growth plans
  • Demonstrate, share and inform best practice
  • Demonstrate high level of self awareness
  • Demonstrate strong interpersonal skills internally and externally
  • Take ownership for learning development

Key requirements

Target and performance driven

Proven record of achieving results

  • Demonstrable experience of creating and implementing plans for growth successfully at an account.

Highly motivated

Customer focused

Leadership qualities

Strong organisational and planning skills

Strong communication and interpersonal skills

Commercial acumen

Commitment & flexibility

A minimum of 3 successful years in sales, in a business to business sales environment selling complex solutions at a senior level

Strong selling skills / negotiation and presentation skills

Demonstrate collaborative attitude and behaviour consistent with team and organisational values

Aptitude for learning new technologies and skills. Comfortable with digital media

Field based & willingness to travel (up to 80%)

Full driving licence

Qualifications

Degree

Primary Location: GB-GB-London

Job: Sales

Organization: Core

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: Aug 16, 2018

Job Unposting: Ongoing

Schedule: Full-time Regular

Req ID: 1811617

Pearson is an Equal Opportunity and Affirmative Action Employer and a member of E-Verify. All qualified applicants, including minorities, women, protected veterans, and individuals with disabilities are encouraged to apply.